Richard Palmer spent years in sales, thinking confidence was armour. That the polish, the suit, the perfect answers — that's what closed deals.
Then he realized his customers didn't need to believe him. They needed to believe in themselves.
In this conversation, Richard talks about the gap between the person he was pretending to be and who he actually was. Why emotional intelligence matters more than any sales technique. And what it costs to finally take the armour off.
Joe Dalton
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